【正文】 石家莊神威藥業(yè)股份有限公司 處方藥銷(xiāo)售手冊(cè) 處方藥銷(xiāo)售手冊(cè) （試 行） 石家莊神威藥業(yè)股份有限公司 二○○二年七月 石家莊神威藥業(yè)股份有限公司 處方藥銷(xiāo)售手冊(cè) 2 目 錄 公司簡(jiǎn)介 .......................................................................................................................5 公司理念 .......................................................................................................................7 全國(guó)營(yíng)銷(xiāo)分布圖 .............................................................................................................8 營(yíng)銷(xiāo)組織結(jié)構(gòu)圖 ........................................................................................................... 10 相關(guān)崗位職責(zé) ............................................................................................................... 11 處方藥代表 ........................................................................................................................................11 辦事處處方藥主管 ............................................................................................................................11 大區(qū)經(jīng)理 ........................................................................................................................................... 12 產(chǎn)品經(jīng)理 ........................................................................................................................................... 13 相關(guān)部門(mén)職責(zé) ............................................................................................................... 15 銷(xiāo)售行政部 ....................................................................................................................................... 15 計(jì)劃部 ............................................................................................................................................... 15 客戶(hù)服務(wù)部 ....................................................................................................................................... 16 銷(xiāo)售拓展部 ....................................................................................................................................... 16 儲(chǔ)運(yùn)部 ............................................................................................................................................... 17 行為規(guī)范 ..................................................................................................................... 18 儀容 ................................................................................................................................................... 18 衛(wèi)生 ................................................................................................................................................... 18 上 /下班 .............................................................................................................................................. 18 電話(huà) ................................................................................................................................................... 18 會(huì)議 ................................................................................................................................................... 19 協(xié)作 ................................................................................................................................................... 19 商務(wù)禮儀 ........................................................................................................................................... 19 出差 ................................................................................................................................................... 19 業(yè)務(wù)指南 ..................................................................................................................... 20 名詞定義 ........................................................................................................................................... 20 業(yè)務(wù)指導(dǎo) ........................................................................................................................................... 22 1. 制定年度銷(xiāo)售計(jì)劃 ............................................................................................................... 22 2. 制定月度日常拜訪(fǎng)計(jì)劃 ....................................................................................................... 23 3. 開(kāi)發(fā)新的醫(yī)院終端 ............................................................................................................... 23 石家莊神威藥業(yè)股份有限公司 處方藥銷(xiāo)售手冊(cè) 3 4. 醫(yī)院終端的日常拜訪(fǎng)及促銷(xiāo)活動(dòng) ....................................................................................... 24 5. 銷(xiāo)售費(fèi)用的使用 ................................................................................................................... 26 6. 銷(xiāo)售工具的使用 ................................................................................................................... 27 7. 醫(yī)藥代表的銷(xiāo)售技巧 ........................................................................................................... 28 管理制 度 ..................................................................................................................... 32 上班制度 ........................................................................................................................................... 32 出差 ................................................................................................................................................... 32 保密 ................................................................................................................................................... 34 費(fèi)用借支與核銷(xiāo) ............................................................................................................................... 34 設(shè)備配備及管理 .....................................................................................................................